ASSOCIATE DIRECTOR, SALES DATA ANALYTICS (HYBRID - CHARLOTTE, NC)

Compass Group•Charlotte, NC

7d•Hybrid

About The Position

Compass Group USA is seeking a strategic, highly analytical Associate Director, Sales Data Analytics for its Data Center & Construction Team. The role partners with senior sales leadership, business operations, and sales teams to guide business planning, sales forecasting, pipeline management, commercial performance, and strategic growth initiatives. It serves as a trusted advisor to the Data Center Construction SVP of Sales, translating sales strategy into actionable plans, measurable objectives, and revenue outcomes. The Associate Director leads planning processes, drives forecast accountability, and provides insights and structure to support sustainable growth. The role also owns and optimizes the sales technology stack, promoting data integrity, system adoption, and effective use of CRM, reporting, and business intelligence tools. It brings together data from multiple technical and analogue systems to improve performance visibility, decision-making, growth opportunity identification, and pipeline development. Success requires business judgment, critical thinking, business acumen, executive communication, analytical expertise, and the ability to deliver deadline-driven work while adapting to changing business needs.

Requirements

Bachelor's degree in Business, Finance, Economics, Analytics, or a related field.
At least 5 years of experience in commercial strategy, business planning, sales operations, revenue operations, consulting, or related disciplines.
Experience partnering directly with senior and executive leadership.
Demonstrated success leading forecasting, planning, and performance management processes.
Advanced Excel, PowerPoint, and business analytics capabilities.
Exceptional communication, presentation, and stakeholder management skills.
Strong analytical and problem-solving abilities.
People- and service-oriented, with a desire to help others.

Nice To Haves

Experience supporting complex B2B sales organizations.
Experience with CRM platforms and sales reporting tools.
Experience in foodservice, hospitality, or other multi-site service industries.

Responsibilities

Coordinate with the VP of Sales Operations to develop a product that helps sellers and VPs develop, aggregate, and prioritize market TAM for annual business plans.
Lead annual and multi-year business planning processes, including TAM automation, cross-sector plan alignment, collection, cleansing, reviews, locking, and tracking.
Align business-segment and operational growth objectives and revenue targets with sales and operational leadership.
Facilitate business planning reviews and progress assessments with SVP, VP, and RVP stakeholders.
Identify business-plan risks and opportunities, alert leadership, recommend corrective actions, and develop executive-level insights and recommendations.
Own the sales forecasting process, including quarterly and annual revenue projections, and ensure CRM records targets, business plans, target prospects, and active, pending, and forecast opportunities according to plan.
Partner with senior sales leadership to review forecast performance, pipeline movement, revenue risks, trends, blockers, and opportunities to accelerate pipeline volume or velocity.
Lead forecast review cadences with executive stakeholders, align targets with field traction and results, and develop and document mitigation plans.
Track forecasted opportunities through the sales cycle, provide visibility into delays, obstacles, and changes in expected close timing, escalate issues, and follow up on resolution.
Work with sales leaders to develop mitigation plans for at-risk forecast opportunities and identify replacement opportunities and pipeline coverage strategies.
Monitor forecast accuracy, pipeline conversion trends, and attainment; deliver executive reporting and insights on forecast health, revenue outlook, and business performance.
Develop and execute a data-driven pipeline strategy using CRM, market intelligence platforms, AI tools, and external data to identify priority accounts, emerging opportunities, and prospecting whitespace.
Provide recommendations to improve pipeline generation, conversion rates, velocity, and overall commercial performance.
Own sales analytics as a business function and translate insights into actions that advance the pipeline and improve revenue outcomes.
Develop weekly pipeline views in Odyssey for RVPs to use with sellers to track minimum monthly quota and forecast.
Standardize the use of Pending status for forecast opportunities, distinguish it from Active or preliminary opportunities, and promote adherence among leaders and sellers.
Establish reliable reporting and process checkpoints using CRM analytics and stakeholder discussions to support pipeline health, opportunity management, and sales execution.
Monitor KPIs for pipeline development, proposal activity, and sales outcomes; identify performance gaps and recommend improvements.
Support leadership business reviews, pipeline inspections, and performance assessments, and drive accountability through reporting and ongoing performance tracking.
Own the sales technology stack, including CRM, reporting platforms, business intelligence tools, and sales enablement technologies.
Lead CRM adoption, governance, and commercial process effectiveness as a business leader.
Establish standards for opportunity management, forecasting methodologies, and sales process execution, and promote data integrity and consistency across sales platforms.
Develop executive presentations, strategic analyses, and business reviews; translate complex data into actionable recommendations.
Support senior leadership with scenario planning, performance analysis, and strategic initiatives, and advise on sales performance, growth opportunities, and organizational priorities.